The New Lanchester Theory links Business Objectives to market share using a transfer function, known from Six Sigma and Quality Function Deployment (QFD). The transfer function can effectively be used for prioritizing new features for software products. However, it is not easy to define this transfer function. This paper presents current practices and new opportunities for software marketing th...

Using a dual lens of Stakeholder Theory (ST) and Relationship Marketing (RM), this exploratory case study considers the perceptions and attitudes of each stakeholder regarding the initial design, development, and subsequent testing of an electronic customer relationship management (eCRM) tool. Through the use of in-depth interviews, member-checking interviews, and data from actual customer tran...

Los Angeles County has experienced a rapid increase in early syphilis among men who have sex with men (MSM) in recent years, with the number of cases rising from 126 in 2000 to 809 in 2005. As part of the public health response to this outbreak, a sustained social marketing campaign was launched in 2002, with the objectives of increasing syphilis testing, knowledge, and awareness among MSM in L...

Literature abounds on the subjects of corporate identity and corporate image. Much of this literature has been written at a fairly superficial level by executives of design and marketing communications consultancies (Anspach 1983, Chajet 1984, Couretas 1984, Diefenbach 1986, French 1981, Hamilton 1983, Yarnell 1986). On the other hand, marketing journals and texts mention image regularly, but d...

While consumer centricity has been extensively discussed as a concept of organizational transformation in the marketing domain, there is little research on its operationalization as a characteristic of information systems and associated antecedents. We review the marketing literature to understand generic organizational objectives of consumer centricity which are then generalized as characteris...

Direct marketing response models seek to identify individuals most likely to respond to marketing solicitations. Such models are commonly evaluated on classification accuracy and some measure of fit-to-data. Given large customer files and budgetary limitations, only a fraction of the total file is typically selected for mailing promotional material. This desired mailing-depth presents potential...

the purpose of this article is to present the link among resource based theory, marketing strategy, and firms’ performance in order to propose integrative framework showing how the three constructs are linked. it is organized based on a review of academic literature on resource based theory and marketing strategy chronicled in major marketing journals up to december 2015. besides, the paper ref...